Introduction

Our client is a leading global investment management firm with a long-established presence in the institutional investment market. The firm provides a broad range of investment strategies and solutions to institutional investors and is seeking an experienced Institutional Sales professional to join its Tokyo office. This role offers the opportunity to work within a collaborative, international environment while developing relationships with some of Japan's largest institutional investors.

About the Role

This position is responsible for driving business development within the institutional market, with a particular focus on sub-advisory and wrap solutions. The successful candidate will manage relationships with existing clients while identifying and pursuing new business opportunities. Working closely with consultants and internal stakeholders, the role also supports the preparation of client proposals and contributes to the overall growth of the institutional business.

Responsibilities

• Develop new institutional business opportunities, particularly within the sub-advisory and wrap segments.
• Manage and strengthen relationships with existing institutional clients through regular meetings, proactive communication, and strategic account management.
• Build and maintain strong relationships with investment consultants and other key market participants.
• Collaborate with internal teams, including client service, consultant relations, proposal management, and investment specialists, to deliver high-quality client solutions.
• Prepare and coordinate responses to client requests for proposals (RFPs) and other marketing materials when required.
• Maintain accurate client records and sales activity using the firm's CRM system.
• Contribute to the achievement of team and business objectives while promoting a collaborative working culture.

Requirements

• Approximately 5-10 years of experience in institutional sales, business development, or relationship management within the asset management industry, although exceptional candidates with broader experience will also be considered.
• Experience covering institutional investors such as asset managers, trust banks, insurance companies, or other institutional clients in Japan.
• Good understanding of the sub-advisory business and institutional investment solutions.
• Experience in mutual fund sales within an asset management environment is highly desirable.
• Strong knowledge of investment products and financial markets.
• Excellent relationship-building, communication, and presentation skills in both Japanese and English.
• Ability to work effectively in an international, cross-functional environment.
• Self-motivated, collaborative, adaptable, and client-focused.

Why Apply

• Join a globally recognized investment management firm with an established institutional franchise.
• Take ownership of key client relationships and contribute directly to business growth in Japan.
• Work in a collaborative, international environment with exposure to senior investment professionals and institutional clients.
• Opportunity to develop expertise across a wide range of institutional investment solutions and advance your career within a leading global organization.
• Competitive compensation package and long-term career development opportunities.